Carol Schiro Greenwald, founder of MarketingPartners, writes that in today's world, value must be continually proven to clients interested in the best deal. Begin by reviewing your services from the point of view of benefits, results and solutions. Assess your service processes and communication channels, and use budgeting and efficiencies to create shared-risk, results-based, win-win alternative fee arrangements. In the end, everyone's goal is to work in a profitable law firm for happy clients.
April 04, 2011 at 12:00 AM
1 minute read
The recession and its aftermath, coupled with the Internet-fueled emphasis on consumer-powered buying decisions, has created an environment in which clients want to be in the driver’s seat. And what are they asking for? Value.
This article will highlight what clients are asking for and some actions law firms can take to meet increasingly articulate client demands. The discussion is an opportunity for small- and mid-size firms to adapt to the new realities and gain market share.
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